I call this approach Sales Hacking. It’s about replacing "smile training" with behavioral engineering. I’m writing a book about it. Follow @(YourHandle) for more insights on how to hack B2C sales without being pushy. #SalesHacking #BehavioralEconomics #Retail #SalesTips

🧬 This is called "Convergent Evolution". Kahneman found it in a lab. I found it on the sales floor because the old methods (aka "Cargo Cult sales") stopped working. You don't need a PhD to hack sales. You need to stop "selling" and start engineering the choice.

📖 Later, I read "Thinking, Fast and Slow". And there it was: Loss Aversion. The pain of losing is psychologically about 2.5x more powerful than the pleasure of gaining. I was hacking their amygdala, not their logic.

It worked like magic. 🪄 Clients stopped looking at the price tag. They started looking at what they were losing. Nobody wants to be the guy who bought a house with "NO insulation." Sales of the "Medium Box" skyrocketed. The "Cheap Box" became a scary option.

🧪 The Twist: Usually, sales reps say: "The expensive one has X, Y, Z features." I told them to flip the script. Describe the CHEAP option through deprivation. "This one is okay, but it has NO noise insulation, NO reinforced lock, and NO extended warranty."

I couldn't change their mindset overnight. So I changed the choice architecture. I banned showing just one option. I introduced "The Three Boxes" technique. 📦 1. The Small Box (Cheap) 📦 2. The Medium Box (Optimal - the one we want to sell) 📦 3. The Big Box (Expensive anchor)

📍 The setting: A retail chain selling construction materials in Siberia. The problem: Sales reps were scared to offer premium products. They projected their own empty wallets onto clients. Result: Everyone bought the cheapest option. Margins were dying.

I thought I invented a cheat code for retail sales back in 2015. Years later, I found out Daniel Kahneman won a Nobel Prize for the exact same concept. Here is how I hacked the average check by 30% without knowing behavioral economics (and how you can do it too). 🧵👇